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February 2022
Case

Agora (A)

By: Lindsay N. Hyde, Thomas R. Eisenmann and Tom Quinn

Agora was a civic technology (civic tech) startup founded by Elsa Sze, who wanted to enhance the connection between political officials and their constituents by facilitating virtual “town halls,” making underrepresented voices heard and benefiting elected and... View Details

Keywords: Civic Technology; Government Administration; Conferences; Business Startups; Business Strategy

March 1998 (Revised June 1999)
Case

DigitalThink: Building a Sales Force

By: Michael J. Roberts, Joseph B. Lassiter III and Christina L. Darwall

A broad set of issues faces a young company in the Internet-based training business as it begins to sell its product to corporate customers. Issues include: profile of attractive candidates, compensation, definition of territory, definition of quotas, and role of... View Details

Keywords: Internet and the Web; Salesforce Management; Business Startups; Service Industry

November 1998
Case

Holts (A), The

By: Howard H. Stevenson

Focuses on the decision of whether to sell a business or to continue it. Issues regarding the family's roles, the replacement of the business's earning power, and the owner's future roles are discussed. Among the issues raised are the values being transmitted. View Details

Keywords: Corporate Entrepreneurship; Family Business; Financial Management; Business or Company Management; Value

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2018
Working Paper

Trade Creditors' Information Advantage

By: Victoria Ivashina and Benjamin Iverson

Using information on the sales of debt claims for 132 U.S. Chapter 11 bankruptcy cases, we show that large trade creditors’ decisions to sell receivables of a distressed company in bankruptcy are predictive of lower recovery rates, and that in such cases these... View Details

Keywords: Trade Credit; Distress; Bankruptcy; Credit; Information; Insolvency and Bankruptcy

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06 Dec 2016
Working Paper Summaries

Assortment Rotation and the Value of Concealment

Keywords: by Kris Johnson Ferreira and Joel Goh; Retail

2021
Case

NiPay's Pricing Conundrum

By: Marco Bertini and Oded Koenigsberg

NiPay is a software provider competing in the Nigerian business-to-business payments market. Founded by Idaku Ibrahim nearly 20 years ago, NiPay sells two products to retailers and other merchants, which enable individual shoppers to transact either online or via a... View Details

Keywords: Payment Systems; B2B; Pricing; Software; Marketing Strategy; Nigeria

March 2019
Case

DayTwo: Going to Market with Gut Microbiome

By: Ayelet Israeli and David Lane

DayTwo is a young Israeli startup that applies research on the gut microbiome and machine learning algorithms to deliver personalized nutritional recommendations to its users in order to minimize blood sugar spikes after meals. After a first year of trial rollout in... View Details

February 2006 (Revised October 2006)
Case

Veridian: Putting a Value on Values

By: Rakesh Khurana, Joel Podolny and Jaan Margus Elias

David Langstaff, the CEO of Veridian, a defense company, struggles with the decision of selling the company. Langstaff has concerned himself with inculcalating his organization with the values necessary for superior achievement over the long term. But as a fiduciary,... View Details

Keywords: Cash; Corporate Governance; Financial Markets; Law; Leadership; Patents; Values and Beliefs; Service Industry; Aerospace Industry

April 1999
Case

Steve Perlman and WebTV (A)

By: James K. Sebenius and Ron Fortgang

The dynamics of a linked series of internal and external negotiations involved in launching, growing, and selling a high-tech, Internet start-up are explored. Steve Perlman unfurled an impressive new technology, recruited a top technical and management team, secured... View Details

Keywords: Business Startups; Entrepreneurship; Agreements and Arrangements; Negotiation Tactics; Alliances; Internet; Communications Industry

January 2018 (Revised October 2021)
Case

Château Margaux: Launching the Third Wine (Abridged)

Château Margaux, one of only five prestigious estates in the Bordeaux Medoc wine region to have been classified as a "first-growth", is facing a host of strategic decisions in early 2013. Up until this point the estate had been selling two red wines, a first wine whose... View Details

Keywords: New Product Launch; Marketing Plan; Brand Management; Go To Market Strategy; Channels Of Distribution; Wine Industry; Marketing Strategy; Distribution Channels; Product Launch; Brands and Branding; Agriculture and Agribusiness Industry; Food and Beverage Industry; France

May 1983 (Revised May 2015)
Case

The Carlton Polish Company

By: William A. Sahlman

Students are asked to determine the fair market value of Carlton Polish Co. and decide if Mr. Carlton should buy out his partner's half for $25 million. Carlton's alternative is to sell his half for $25 million. Students must also evaluate a financing plan. View Details

Keywords: Value; Financing and Loans; Partners and Partnerships; Leveraged Buyouts; Fair Value Accounting

05 Jul 2006
Working Paper Summaries

Float Manipulation and Stock Prices

Keywords: by Robin Greenwood; Financial Services

December 2022 (Revised September 2024)
Case

Sword Health

By: Regina E. Herzlinger, Annelena Lobb and Carin-Isabel Knoop

Virgilio “V” Bento, CEO of Sword Health—a startup that provided virtual physical therapy to patients in self-insured firms via AI and sensor technology with supervision by a physical therapist with a doctorate—considered how to increase its U.S. market share. To do so,... View Details

Keywords: Business Growth and Maturation; Competitive Strategy; Health Industry; Technology Industry

12 Aug 2002
Research & Ideas

‘Let the Buyer Beware’ Doesn’t Protect Investors

that the Chinese wall was no protection at all for the independence of the analysts. Trying to sell IPOs, analysts gave glowing recommendations to firms which collapsed within months. Trying to support the stocks of firms previously sold... View Details

Keywords: by D. Quinn Mills

March 2000
Case

Spec's Music (B)

By: John A. Davis and Susan Harmeling

Explores the reasoning behind the final decision to sell and the decision-making process that leads to the final question of "if so, to whom?" Four of the bidders are music retailers and the fifth is a Tampa entrepreneur. View Details

Keywords: Decision Making; Decision Choices and Conditions; Entrepreneurship; Bids and Bidding

July 2022
Case

boAt Lifestyle

By: Rajiv Lal and Kairavi Dey

boAt began as a lifestyle brand in the consumer electronics category in 2016 with the aim of bringing affordable, durable, and fashionable audio products and accessories to millennials and Gen-Z customers in India. Born in 2016 with Amazon India as its only sales... View Details

Keywords: Marketing; Brands and Branding; Initial Public Offering; Digital Marketing; Product Development; Product Marketing; Business or Company Management; Electronics Industry; Consumer Products Industry; Web Services Industry; Asia; India

April 1996
Case

Sunshine Villas

By: William J. Poorvu and John H. Vogel Jr.

Ms. Courtney Lowe is president and sole owner of CL Development. She is looking to sell Sunshine Villas to pay off her bank and make a profit. This case is part of a negotiation game simulation that includes Jason Bosworth, Silver Lane Apartments, and Major Insurance... View Details

Keywords: Property; Mortgages; Negotiation Tactics; Customer Ownership; Sales; Real Estate Industry

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February 2022
Supplement

Agora (B)

By: Lindsay N. Hyde, Thomas R. Eisenmann and Tom Quinn

This is the conclusion to Agora (A), where founder Elsa Sze decides if she wants to continue investing energy in her civic technology startup.
Agora was a civic technology (civic tech) startup founded by Elsa Sze, who wanted to enhance the connection between... View Details

Keywords: Civic Technology; Government Administration; Conferences; Business Startups; Business Strategy

January 2019
Teaching Note

Pricing PatientPing

By: Frank V. Cespedes

Teaching Note for HBS No. 818-017. PatientPing sells a software platform that allows health care providers to receive real-time notifications (“pings”) when one of their patients is admitted to or discharged from a health-care facility. The platform facilitates... View Details

Keywords: Pricing; Health Tech; Health Technology; Sales Process; Sales Strategy; Price; Sales; Marketing Strategy; Health Care and Treatment; Health Industry; Technology Industry; United States; Massachusetts

April 2006 (Revised April 2012)
Background Note

The Company Sale Process

By: William E. Fruhan Jr.

Lays out the steps, the timeline, and the process by which a company is sold. Focuses on the sale of companies with enterprise values greater than $100 million. These transactions are large enough to require the help of a financial adviser and attract both strategic... View Details

Keywords: Mergers and Acquisitions; Auctions; Bids and Bidding; Agreements and Arrangements; Sales

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